Head of Revenue and Billing Operations

About Apartment ListApartment List is building the most trusted platform for renters to find homes they love. As a marketplace connecting renters with multifamily properties across the country, our platform powers millions of apartment searches each year.Our business model is unique within the rental ecosystem. Unlike traditional Internet Listing Services that charge flat monthly listing fees, Apartment List operates largely on a Pay-Per-Lease (PPL) performance model, meaning our revenue is directly tied to successful renter outcomes. This creates a high-volume transactional billing environment with complex pricing models, partner agreements, and revenue attribution logic.As we approach $200M in annual revenue, the scalability, accuracy and efficiency of our quote-to-cash infrastructure is becoming increasingly critical. Our systems, spanning Salesforce, NetSuite, internally developed lease attribution system, Versapay billing and Tesorio collections tools, must evolve to support the next stage of growth.To help lead this transformation, Apartment List is seeking a Head of Revenue and Billing Operations to architect, modernize, and scale our quote-to-cash systems and processes.About the RoleApartment List is looking for a Head of Revenue and Billing Operations to lead our quote-to-cash organization.Reporting to the CFO, this role will be responsible for designing and scaling the operational backbone of the business, ensuring contracts, pricing, billing, revenue recognition, and collections operate with high accuracy and efficiency as the company grows.This leader will work at the intersection of Finance, Sales, Partner Success, Revenue Analytics, and Engineering to ensure our systems and processes are built for scale.The role will oversee:Quote-to-Cash systems and process architectureSalesforce and NetSuite systems administrationPricing and deal desk operationsBilling and collections workflowsRevenue analytics and lease attribution processesThis position requires a rare combination of financial leadership, systems architecture expertise, and operational transformation capability.The ideal candidate is equally comfortable establishing and enforcing operating policies, redesigning systems and workflows, improving contracting, billing and collections strategy, and implementing scalable systems and modern AI tools that support a scaling marketplace business.This is a hands-on leadership role. The right candidate thrives in complex environments, diagnosing operational bottlenecks and designing scalable solutions that align Sales, Finance, and Operations.RequirementsSystems & Process Design10+ years leading finance operations, revenue operations, or accounting and AR functions in high-growth technology companiesDeep experience architecting Quote-to-Cash systems and workflows using Salesforce and NetSuiteExpertise designing pricing and contracting governance, deal desk approvals, billing automation, and collections workflowsExperience supporting complex pricing models including performance-based pricing, subscription models, and hybrid revenue structuresStrong understanding of data flow between CRM, billing systems, revenue recognition, and financial systemsExperience with systems such as:SalesforceNetSuiteVerspay, Tesorio or similar billing and collections platformsBI platforms such as LookerProprietary revenue attribution platformsExperience supporting marketplaces or two-sided platforms strongly preferred.Leadership & Change ManagementProven ability to drive cross-functional operational transformationsExperience aligning Sales, Finance, and Operations teams around shared processes and metricsStrong executive communication skills with the ability to influence senior stakeholdersExperience hiring, mentoring, and developing high-performing finance and operations teamsAbility to balance strategic planning with hands-on executionAccounting Leadership FoundationBachelor’s degree in Accounting, Finance, or Business requiredCPA and/or Big Four experience preferredStrong knowledge of US GAAP revenue recognition principlesExperience managing month-end close, financial reporting, and auditsFamiliarity with internal controls frameworks and future SOX readinessResponsibilitiesQuote-to-Cash TransformationOwn the end-to-end quote-to-cash lifecycle, from contract creation through billing, revenue recognition, and collections.Key responsibilities include:Redesigning the Opportunity-to-Cash operating model across Sales, Finance, and OperationsEstablishing governance for pricing approvals, contract configuration, and deal desk reviewEnsuring data integrity across Salesforce, revenue recognition and billing systems, and NetSuiteDesigning scalable processes to support new product offeringsImplementing controls that prevent duplicate billing, incorrect pricing, or revenue attribution errorsPricing Governance & Deal Desk OperationsEstablish formal pricing governance processes for all sales contractsLead the design of scalable deal desk workflows and contract validation proceduresEnsure Salesforce pricing and contracts terms rules and approvals reflect company policyImplement automated validation checks to prevent contract errors before downstream systems are triggeredSystems & Technology ArchitectureArchitect the company’s Quote-to-Cash technology ecosystem including:Salesforce configuration and governanceNetSuite invoicing integrationInternally developed lease attribution systemBilling and collections platformsCustomer reporting and dispute resolution infrastructureKey initiatives include:Reducing manual workflows and reconciliation requirementsEnsuring systems integration supports evolving pricing modelsImplementing automation and AI-driven validation for contract data integrityDriving improvements in data visibility for Sales, Finance, and Partner Success teamsRevenue Attribution & AnalyticsPartner with Revenue Analytics and Data teams to ensure accurate revenue capture and attribution.Responsibilities include:Oversight of lease attribution systems used to determine revenue earnedEnsuring accurate pricing and contract data flows into revenue calculation systemsImproving transparency into lease attribution and partner reportingReducing revenue leakage caused by system mismatchesBilling & Collections OptimizationOversee billing and collections infrastructure to improve cash conversion and partner experience.Responsibilities include:Implementing scalable invoicing processes for both property management companies and individual communitiesImproving AR case management and dispute resolution workflowsEstablishing escalation processes for overdue balancesAligning Finance and GTM teams on collections strategy and partner communicationPartner Experience & GTM AlignmentWork closely with Sales and Partner Success leadership to improve partner experience while protecting revenue integrity.Responsibilities include:Ensuring operational processes support partner success without compromising financial controlsEstablishing clear ownership boundaries between Account Management and Accounts Receivable teamsDesigning escalation workflows for billing disputes and overdue balancesImproving system visibility for GTM teams to understand partner financial statusInternal Controls & Risk ManagementDesign and implement controls to mitigate operational and financial risks across the quote-to-cash lifecycle.Responsibilities include:Identifying systemic risks across Salesforce, billing systems, and financial reportingImplementing preventative controls that reduce billing errors and revenue leakageSupporting development of a SOX-ready internal control environmentTeam Leadership & Organizational DevelopmentBuild and lead a high-performing team spanning Accounts Receivable, Revenue Operations, and Financial Systems.Responsibilities include:Recruiting and developing leaders across revenue operations, billing, and accountingBuilding scalable team structures as the company growsEstablishing a culture of process discipline, accountability, and operational excellenceWhat Success Looks LikeWithin the first 12 months, this leader will:Modernize the company’s quote-to-cash architectureEliminate major sources of billing errors and reconciliation issuesImprove cash conversion and collections efficiencyImplement scalable pricing and contract governanceBuild infrastructure capable of supporting $500M+ revenue scaleHere's the Pay Range:At Apartment List, we carefully consider a variety of factors to determine compensation for each position, including the role, level, and work. The US Total Target Compensation (TTC) for this position is:Zone 1: $207,000 - $251,000 TTC (including $182,000 - $221,000 base salary) + equityZone 2: $191,000 - $232,000 TTC (including $168,000 - $204,000 base salary) + equityZone 3: $ 176,000 - $213,000 TTC (including $155,000 - $187,000 base salary) + equityThis reflects the compensation target for new hire salaries for the position across all US locations. Please note, the compensation details provided do not include benefits and perks that we offer. Here's what's in it for you (full-time US based employees only; does not apply to contract roles): Competitive Compensation: Including annual salary, pre-IPO stock options, and other financial compensation (if applicable)Medical, Dental, and Vision Coverage: 100% of premiums covered for you AND all of your dependentsUnlimited Flexible Time Off: Unlimited FTO in addition to 12 company holidays per year, quarterly “recharge” days, and a week-long holiday breakHome Office Reimbursement: To cover home office furniture and supplies, monthly home internet, and monthly cell phone (if applicable)Health & Wellness Reimbursement: To cover monthly gym membership or other qualifying expensesParental Support: Generous parental and family leave, fertility benefits, and employer-sponsored stipends towards family forming services401k Plan: To support you in your individual retirement goalsTeam Events: Frequent team-building events, fun team off-sites, and bi-annual company meetupsCommitment to DEI: To prioritize Diversity, Equity, and Inclusion within our workplace and to stay true to our values and missionMentorship and Training: To get you onboard quickly, learn new professional skills, and invest in your career developmentImpact and Visibility: To expose you to and provide the opportunity to work on highly strategic initiatives that will transform the businessEncouragement and Empowerment: To explore and adopt new technologies and drive meaningful decisions and outcomesAt Apartment List we believe that everyone deserves a home they love AND a career they love. We strive to build a diverse team that is a reflection of the people we serve; this is made possible through our commitment to fostering a culture of diversity, inclusion, equity, and connectedness. As a proud equal opportunity employer, we celebrate the collection of individual differences, life experiences, ideas, perspectives, knowledge, and talent. We hire candidates of any race, color, ancestry, religion, sex, national origin, sexual orientation, gender identity, age, marital or family status, disability, Veteran status, and any other status.

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